Account Executive

Michael J. Hotrum

Enterprise Account Executive

Pittsburgh, PA 724-***-****

*******.******@**********.*** https://linkedin.com/in/mhotrum Energetic and entrepreneurial, client focused Enterprise Account Executive with a proven track record in net-new client relationship development at IBM, Oracle, and Salesforce. Expertise in consultative sales, territory management and complex selling. I foster productive, profitable relationships and partnerships to deliver advanced results for stakeholders. Passionate about creative problem-solving to achieve optimal results. Core Skills

• AWS/Azure

• Challenger/MEDDICC

• Ai/Intent/SaaS

• Account Planning

• New Logo Growth

• Consultative Selling

• Partner Alliances

• Business Value Oriented

• Contract Negotiation

• Forecasting

• Business Impact Selling

• Team Collaboration

Work Experience

Business Development Consultant Jan 2019 - Present College Bound Academy Pittsburgh, PA

Helping families look beyond marketing slogans on college brochures claiming they are the “perfect match” for your son or daughter. We focus on the unique qualities of each person — and strive to match students with colleges that will be a best fit for them. ** Please note** This is a 100% advisory/contract role, and I am also member of the Board.

● Implemented a consultative sales approach, resulting in 35% increase in revenue year over year

● Create and execute strategic account plans that result in a 30% increase in upsell and cross-sell revenue

● Created Strategies for identifying a “best college fit” for families that increased revenue by 40% Strategic Account Executive Dec 2022 - Oct 2023

Insightsoftware.com Pittsburgh, PA

Developed and implemented innovative business strategies within my territory, driving the adoption of SaaS solutions tailored to the needs of C-Suite executives. Successfully managed the entire sales cycle, including prospecting, relationship building, contract negotiations, and closings, ensuring seamless delivery and measurable results.

● Secured contracts, totaling $2.25M in SaaS & services

● Achieved a 50% increase in business outcomes by transforming discussions into tangible value realization

● Consistently surpassed sales targets, resulting in a notable 150% quarterly increase quarter over quarter Enterprise Account Executive Aug 2021- Dec 2022

Sitecore Pittsburgh, PA

Directed AWS/Azure DXP strategy for the Mid-Atlantic region, crafting and executing comprehensive digital transformation plans. Successfully managed the entire sales cycle, including cold prospecting, relationship building, contract negotiations, and closings, ensuring seamless delivery and measurable results.

● Managed DXP digital transformation strategies on AWS and Azure in the Mid Atlantic Territory

● Secured 800K in services revenue through successful deal closures with major entities, contributing significantly to overall organizational growth

● Collaborated with CX executive sponsors to produce compelling financial and business impact use cases Enterprise Account Executive Dec 2018 – Aug 2021

Anaplan Pittsburgh, PA

Developed and implemented innovative business strategies within my territory, driving the adoption of SaaS solutions tailored to the needs of C-Suite executives. Successfully managed the entire sales cycle, including cold prospecting, relationship building, contract negotiations, and closings, ensuring seamless delivery and measurable results.

● Orchestrated accurate sales funnel processes using Anaplan's consultative value selling methodology and tools

● Landed net-new accounts at LBrands, NetJets, and Lubrizol

● Consistently exceeded annual quarterly revenue targets by 120% Application Sales Manager Customer Experience Mar 2012 – Apr 2018 Oracle Pittsburgh, PA

Directed digital experience strategy for High-Tech, crafting and executing comprehensive digital transformation plans for Tech Top 50. Strengthened stakeholder relationships, negotiated service contracts, and optimized partner experiences to drive collaboration and business growth.

● Consistently surpassed quota from 2012-2018. Attained 380% in FY2018

● Earned President's Club Excellence recognition in both 2013 and 2018, highlighting exceptional performance

● Established and maintained noteworthy client relationships across North America Enterprise Account Executive Nov 2008 – Mar 2012

Salesforce Pittsburgh, PA

Led Salesforce sales for 2B+ UpMarket in Pittsburgh. Developed and implemented innovative business strategies within my territory, driving the adoption of SaaS CRM solutions tailored to the needs of C-Suite executives. Successfully managed the entire sales cycle, including prospecting, relationship building, contract negotiations, and closings, ensuring seamless delivery and measurable results.

● Led Salesforce sales in Greater Pittsburgh Region, communicated value propositions to senior sales leaders and consolidated business data. Supported enterprise clients and created relationships with key decision-makers

● Managed the end-to-end sales process, engaging resources such as Sales Engineers, Professional Services, Marketing, and Partners

● Top 5% performer that strategically positioned solutions for potential clients through consultative sales, business case development, and ROI analysis

Account Executive June 2000 - Nov 2008

Pegasystems Pittsburgh, PA

Successfully managed the entire sales cycle, including prospecting, relationship building, contract negotiations, and closings, ensuring seamless delivery and measurable results. Pega provides a powerful low-code platform that builds agility into the world’s leading organizations so they can adapt to change. Education

Slippery Rock University of Pennsylvania

Bachelor of Science Business Administration & Management Volunteer

USA Hockey Coach & Instructor Sep 2002 - Present

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